Sales or Sales Management Resume

Desired Industry: Management	SpiderID: 349
Desired Job Location: New Haven, Connecticut	Date Posted: 11/7/2003
Type of Position: Full-Time Permanent	Availability Date: immediate
Desired Wage:
	U.S. Work Authorization: Yes
Job Level: Management (Manager, Director)	Willing to Travel: Yes, More Than 75%
Highest Degree Attained: Bachelors	Willing to Relocate: Yes

Objective:
Objective: A sales or sales management position with a dynamic, growing company.

Overview: A high impact player who is equally adept at direct presentations to
major retailers and wholesalers, as well as hiring, training, motivating, directing a national sales force, conducting sales and market analysis, forecasting and long-term planning.

Experience:

BARRON’S EDUCATIONAL SERIES, Hauppauge, NY
2001 – May, 2003
National Sales Manager

Managed 9 house sales reps and two telemarketing reps.

Opened numerous new markets for this major book publishing Company, including the home improvement market and the mass merchandise arena; greatly expanded Barron’s presence in the warehouse club market, among educational wholesalers, and at regional chains.

Increased sales in 2002 by 12% in market that was generally flat or down.

Created and implemented new incentive program for reps and telemarketers.

Created new reporting procedures that enabled more accurate measurement of sales rep productivity.

Conducted twice-yearly sales conferences; organized and helped present 150 new titles per season.

THE GLOBE PEQUOT PRESS, Old Saybrook, CT 1993-1998
National Trade Sales Manager

Managed a sales force of 30 commission reps; recruited, hired and trained Globe’s first House Rep.

Created a 20-account house territory for the direct sales person, which was the forerunner of a larger direct sales force.

Increased sales dramatically for four straight years.

Spearheaded the effort into the mass merchandise market (Costco, Sam’s Club, Wal-Mart, Target), and created new business of over $2 million annually.

Directed the twice yearly sales conferences and oversaw the presentations at regional and national trade shows.

Developed distribution by finding new clients, managing and developing the existing distribution network.

Member of the four person publishing committee that considered new projects and book proposals.

· Following my work at Globe Pequot, in late 1998, I embarked upon a period of freelancing. I was Director of Sales at Hammond Atlas, as they were preparing to sell their operation. I was Sales Director for the UK-based Children’s Publisher Barefoot Books, just as they were getting their US office established. I have great relationships with Barnes & Noble and Borders/Walden, and I also worked heavily in the Special Sales and in the school & library area. In 2000 – 2001, I was as National Key Account Manager for Home Planners, LLC, based in Tucson, AZ. My tasks included setting up a national commission sales rep force; initiating presentations to key accounts.

INGRAM BOOK COMPANY, Los Angeles, CA 1989-1993
Regional Sales Manager

Managed the West Coast territory and built the business from $20 million to $50 million annually;
Sold to all major trade outlets, specialty stores throughout the Western U.S.

Sold CD ROM reference subscription services (Ingram Books in Print Plus, IBID) that generated revenue and linked clients to our company.

Attended Trade Shows, joined and worked closely with Trade Organizations, and filtered customer sentiment back to Headquarters.

Education:
EDUCATION

Hamilton College, Clinton, NY.

Bachelor of Arts, English Literature
Cum Laude, Dean’s List 1983

Skills:
High-impact sales presentations
Recruiting, supervising, managing personnel
New business development
Lead generation
Trade show management
Sales and marketing plans
Budgeting, forecasting, sales analysis
Team building
MS Office

Candidate Contact Information:

Name: HUGH SHIEBLER
Street:	Phone: 516 661 9044
City: Deep River	Fax:
State: Connecticut
Zip: 06417
Web Site: